Six Channel Blog Entries The VAR Guy Didn’t Write: Nov. 12

The VAR Guy was off the road this week -- heads down working on a not-so-secret project. Juggling a daily blog plus research and development isn't easy. So, here's a look at the six channel partner blog entries The VAR Guy didn't have a chance to write for the week ending November 12, 2010.

The VAR Guy was off the road this week — heads down working on a not-so-secret project. Juggling a daily blog plus research and development isn’t easy. So, here’s a look at the six channel partner blog entries The VAR Guy didn’t have a chance to write for the week ending November 12, 2010.

6. Getting Hitched:Amazon Consulting, which focuses on the IT channel, has acquired PartnerAlliances. The two companies say the deal will allow Amazon Consulting to “expand its strategic reach in the area of alliance development and execution.” The VAR Guy has had several good calls with the Amazon Consulting folks in 2010. Sharp team.

5. Managing Titans: Here’s a tricky question… How do you promote Cisco, Oracle-Sun, HP and IBM solutions to solutions providers without alienating each of those technology giants along the way? Answer: Careful, dedicated management.

Such is the case at Avnet Technology Solutions, where individual executives are assigned to each technology titan. The latest examples: Chris Swahn has been named GM and VP of Avnet Technology Solutions, Americas’ Oracle Solutions group. This position was previously held by Mike Hurst, who has moved into a global role at Avnet. Also, Darren Adams is now GM and VP of Avnet Technology Solutions. Avnet’s HP and IBM groups also have dedicated leaders. In a way each Avnet Technology Solutions (ATS) group is at war with a sister ATS group. Call it healthy coopetition — all under one roof.

4. Money Matters: How is Microsoft attracting software developers to the Windows Azure cloud platform? In some cases the answer is: Cold… Hard… Cash. Indeed, The VAR Guy has heard from two major software developers that Microsoft is paying ISVs to port applications to Azure. No doubt, scores of customers are intrigued by Azure and checking out the platform. But Microsoft’s wallet apparently is helping to bring more ISVs onto Azure…

3. Licensing Matters: A $100 million VAR recently proposed a virtual desktop integration (VDI) project to a midsize company in New York. The technology pilot worked perfectly. And the return on investment — at least on paper — looked spectacular. The only problem: When you swap out aging PCs for new thin clients and virtualize everything up on the server, Microsoft makes you pay dearly for the new licenses, the VAR claims. Ultimately the VDI project died but some industry pundits are wondering if or when Microsoft will further adjust its licensing agreements to promote VDI.

2. Ouch, That Hurt: Cisco Systems’ most recent financial results didn’t impress Wall Street. So what’s the problem? One VAR says Cisco’s sales team has gotten a little watered down since the 1990s. Another VAR says perhaps Cisco is juggling too many initiatives — roughly 50 of them. And yet a third VAR says maybe it’s just difficult to grow profits and revenues when you already dominate so many markets. The VAR Guy hesitates to say exactly what went wrong this quarter at Cisco. Our resident blogger can barely run a daily blog… let alone a multi-billion-dollar company. Still, The VAR Guy plans to take a second-day look at Cisco’s stumble really soon.

1. Check the Headline: This is a top six blog. So there is no number one. Never has been. Never will be. Thanks so much for reading. The VAR Guy appreciates your engagement.

2 comments

Cisco really took a hit when they made people wait 3 million light years for 10 GB switches, I think. And that could be part of things? Or maybe they jave the Hedge Hodge’s dilemma, taking on too many things/trying to be too many things to too many peeps? http://en.wikipedia.org/wiki/Good_to_Great

I don’t have the answers here. But I am thinking about this too. And since I have not walked a mile in John Chambers’ shoes, I not judging him, I just speculating, thinking out loud.

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